Drew Laxton explains how clearly communicating strategy to sales teams—especially around setting a minimum deal size aligned with the company’s ICP—helped improve performance and morale. By grounding decisions in product fit and disciplined planning, finance drove positive quarterly results and strengthened company-wide confidence.
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Now Watch our Complete Episode Featuring CFO Drew Laxton of Outreach
In this episode, we speak with Drew Laxton, CFO of Outreach, about leading finance in a fast-shifting SaaS market. Laxton traces his move from investment banking into operating roles, including investor relations and chief of staff, where storytelling became a core discipline. At Outreach, he describes building an FP&A and analytics engine, sharpening focus on ideal customers, and tying plans to morale through consistent execution. He explains how AI is moving from copilots to agents, accelerating sales and finance workflows while raising governance concerns. His priority: efficient growth powered by AI agents. And he emphasizes clarity that earns trust everywhere.
| CFO’s Strategy Playbook |
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| • Turn metrics into board-ready business narratives. |
| • Use FP&A to align teams, plans. |
| • Adopt AI cautiously, prioritizing speed and governance. |